// SAM TAGGART FRAMEWORK
Train Before You Recruit.
The standing rule Sam coaches inside every D2D organization he touches: never recruit a rep your system can't train. Recruiting without a training surface is the fastest way to burn talent, drain ad spend, and break your culture by the third month.
// THE PRINCIPLE
Three rules that hold the line.
RULE 01
Don't recruit anyone you can't train.
If your training system can't take a green rep from week 1 to producer by week 8, you don't have a recruiting problem — you have a training problem. Adding bodies to broken training is how you scale chaos.RULE 02
The training system is the retention system.
Reps don't quit because the door is hard. They quit because nobody coached them through the door being hard. Onboarding plus weekly coaching plus a clear path beats a higher comp plan every time.RULE 03
Hire is cheap. Train is the ROI.
A recruiter who fills 20 seats with reps you can't coach to producer in 90 days has cost your org more than they've added. The ROI lives in the training surface, not the funnel volume.// THE 5-STEP FRAMEWORK
Build the training before you open the recruiting funnel.
The order matters. Every step Sam coaches inside D2D Experts is sequential — running them out of order is the most common failure mode he sees in field-coached audits.
Define the role's training surface
Write down every skill, script, objection, and product detail a producer must own. If you can't fit it on one page, the role isn't defined sharply enough yet.Build the curriculum
Each item on the training surface gets a teaching module: a script, a video, a role-play scenario, and a measurable check-for-understanding. No item on the surface lives outside the curriculum.Hire against the curriculum
Interview questions, ride-along behaviors, and 30-60-90 expectations all map back to the curriculum. If a candidate can't pass the curriculum, they don't pass the recruiting gate.Measure with the curriculum
Every rep gets a curriculum mastery score. The score, not the comp plan, drives promotions, coaching sessions, and put-on-pause decisions.Promote inside the curriculum
The top of the funnel coaches the new hires. Producers who can't teach the curriculum don't make leadership, regardless of their personal close rate.
// About THE COACH
Sam Taggart
Founder of D2D Experts and The D2D Association. 17 years on the doors. Author of Eat What You Kill, ABC$ of Closing, and The Self-Xperience, and host of The D2D Podcast. He has trained more than 1,000 companies across solar, pest control, alarms, roofing, and home services.
